Selling is not what you do to people!
My goal for the past three decades has been two-fold. First, change the negative image that people have of salespeople and second, to change the approach that most salespeople use.
The message has been simple. Stop presenting and start assessing whether or not there is a need for the services you provide.
My email signature sums it all up in a nutshell. “Selling is not what you do to people; it’s what you do for people.” When you start off presenting, you are doing something to them but when you ask questions and listen, you are doing something for them.
Author/Motivational Speaker/Professional Sales Trainer